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Getting to the Heart of Telephone Sales™
Prospect, sell, and manage accounts by phone
 Program Benefits
Getting to the Heart of Telephone Sales™, from Impact Learning Systems, helps phone and face-to-face sales representatives improve the way they prospect for, sell, and manage accounts by phone in order to bring added value to customers and increased sales to your organization. Available in a variety of formats, this program fits easily into busy schedules. During training, participants practice skills as they relate to their own customers and jobs. On-the-job exercises cement learning in the weeks following the training.
After experiencing Getting to the Heart of Telephone Sales™, reps immediately apply what they learned in order to:
- incorporate integrity and company values into the sales process
- develop an enthusiastic attitude for sales success
- get past gatekeepers
- spend valuable sales time with "qualified" prospects
- capture customer interest early in the call
- successfully uncover explicit buyer needs
- make winning presentations by phone
- ask for commitment to their call objective
- overcome buyer resistance
Critical Applications
Getting to the Heart of Telephone Sales is the perfect course when your sales organization needs to:
- add value to both your customers and your company
- increase overall revenue
- help salespeople prospect for new business in their territories
- increase market share
- reduce the cost of sales by managing small accounts by phone
- better qualify leads for field sales
Program Description
During Getting to the Heart of Telephone Sales, sales reps learn how to:
- develop a call objective and plan a call
- get past a gatekeeper and deliver an interest-capturing opening
- use an effective questioning strategy to uncover needs
- actively listen and analyze needs
- connect products and services to customer needs
- secure commitment to their call objective
- close the call
- overcome resistance during opening
- overcome objections
More than just a training event, Getting to the Heart of Telephone Sales makes sure the following questions are answered:
I. Do they know it?
Participants learn material through engaging workbook reading assignments, mini-lectures, and lively group discussion. Learning is assessed through quizzes and trainer observation.
II. Can they do it?
Learning what it takes to be a winning sales representative isn’t enough; your employees need to practice each step of the way. After each reading assignment or mini-lecture, participants practice a generic example in a written, audio, or group exercise that focuses on the skill they’re learning, not the product or service they sell. Participants then practice the same skill with their own product or service in a simulated job environment. This means they can immediately apply the skill back on the job so that your training investment pays off.
III. Will they do it?
Getting to the Heart of Telephone Sales includes a month of on-the-job exercises that allow participants to focus on one skill each day while they’re working with customers back on the job. The companion program for front-line supervisors/coaches, Making It Happen™, teaches the leadership skills necessary to inspire outstanding sales team performance.
Implementation/Customization
This comprehensive course, available in self-paced or instructor-led formats, is 2 to 3 days depending on delivery method. It can be delivered all at once or broken into small learning units to fit training time available. Ideal class size is 6 -18 participants. The Trainer’s Kit includes a scripted manual, forms, CD with audio exercises and examples, PowerPoint™ presentation, set of participant workbooks, and carrying bag. Although participants spend at least one-third of the program working on specific examples from their own jobs, further customization is available in the form of exercises, case studies, role plays, and job aids.
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